Medical sales – A new sales environment as more physicians become hospital employees

Sales Training Connection

hospitals have begun responding to the implementation of health care reform by accelerating their hiring of physicians. Historically physicians owned their own practices, but times are changing.

What You Must Do for BETTER Sales Prospecting

The Sales Hunter

Do you struggle with prospecting by phone? For many salespeople, having to make prospecting telephone calls is one of the most difficult parts of their job. If you want greater success in prospecting — and more sales!

Trending Sources

The REALLY BIG Upselling Sales Mistake

Increase Sales

All those additional bells and whistles (offered as additional savings) usually mean nothing to the prospect unless he or she wanted them in the first place or if they connect to their value drivers. Sometimes these subject matter experts decide to go beyond what the sales prospects wants.

Did President Obama Do More Damage to the Image of Salespeople?

Understanding the Sales Force

Were those name-calling instances part of a carefully planned campaign strategy? Your prospects may stop listening to you too if you slam your competitor! Over the past four years, the national health care package has come to be known as Obamacare.

The Sales Association: Insatiably Curious

The Sales Association

Great salespeople are genuinely and insatiably curious about everything having to do with their prospects. They ask lots of questions, over time, about their personal lives (to establish rapport), their business, how they do what they do, what they want to accomplish, and more to help them to develop a relationship and uncover what makes sense to the prospect. Not a pretty picture and certainly not the way to gather useful information from your prospects.

When Are We Being Manipulative? When Is It Just Best Practice?

Partners in Excellence

These bad practices make customers reluctant to pick up the phone or respond to a prospecting email. The mortgage and related scandals of a few years ago, some of the health care scandals we read about daily, even respected people like Brian Williams of NBC News find themselves having gone a step too far, too often. We can communicate with customers and prospects in new ways. We know the prospect is likely to be more receptive and reachable when we respond immediately.

eBook 17

Why You Can't Motivate Workers | Sales Motivation and Sales Training

The Sales Hunter

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. McGowan Charitable Fund brings its vision to life “through grantmaking in three program areas including Health care and Medical Research; Education, and Community Programs for Those Most Vulnerable.” prospect. prospecting. prospects. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking.

Sales 22

CFO’s Aren’t Too Optimistic, What Does That Mean for Sales People?

A Sales Guy

Having insight into what our customers and prospects are thinking is a tremendous benefit. Forty percent of CFOs report rising pessimism about their companies’ prospects (up from 28% in the second quarter). Employer-sponsored Health Coverage Alive and Well. CFOs have been grappling with the fallout from health care reform for two years now. When it comes to health care cost, about 70% of U.S.

Heavy Hitter Sales Blog: Sales Psychology - REPUBLICANS vs.

HeavyHitter Sales

                              According to the New American, “The GOP chart reflects the complexity of at least 31 new federal programs, agencies, commissions and mandates that accompany the unprecedented government takeover of health care in America. Both types cause you to lose mental momentum with prospective customers. They asked us to help them convert more prospects into clients.